October 19 Sessions

Breakfast with Champions

This spectacular breakfast has been a LANDSCAPES tradition for decades! We set up more than 50 networking tables, each with a different topic and a different industry expert. You grab your breakfast and sit down with the biggest names in the business to talk shop! Get there early, because the most popular tables fill up right after the doors open. (Hint: A Conference VIP Package gives you first pick of the tables!) Take this incredible opportunity to get a 360° perspective on your business, learn new strategies and get to know your colleagues.

Your Business Has a Great Story, But Is Anyone Listening?
Roger Phelps, STIHL Inc.

The average American sees thousands of advertisements a day, so how can your business break through and be heard? Content marketing is a powerful tool that uses your company's story to engage potential customers. Learn how to:

  • Identify and craft your company story and develop compelling content.
  • Learn about the tools you can use to communicate your content.
  • Discover how to measure the effectiveness of your content, and learn from customer feedback.

Shark Tank, The LANDSCAPES 2017 Edition!
Moderator: Judy Guido, Guido and Associates

Join us for the inaugural LANDSCAPES Shark Tank! Four industry leaders, legends and successful sharks will give three lucky entrepreneurs an unbelievable opportunity to secure business deals that could make them millionaires. Just like the popular television show, the LANDSCAPES 2017 sharks will be looking to invest in the best new ideas, businesses and products, and the entrepreneurs will have to convince them to part with their own hard-earned cash.

You'll learn how to identify a great business idea and how to sell it; how to identify industry growth trends and how to take advantage of opportunities. Zero in on what you need to grow and profit!

Meet the 2017 Sharks
Judith Guido, Chairwoman of Guido & Associates
Frank Mariani, CEO Mariani Landscape
Mike Rorie, CEO of GOILAWN
Doug York, CEO of Ewing Irrigation & Landscape Supply

Sell Something! Nothing Happens Until Someone Sells Something
Facilitator: Marty Grunder, Grunder Landscaping Company

Panelists: Taylor Milliken, Milosi Landscaping
David Ramirez, Ariens Company
JW Washington, Ariens Company

At this Power Session learn from four Green Industry Professionals who know how to sell! JW Washington, Director of Business Development, Ariens Company will show you how to utilize LinkedIn and other social media to source the decision makers and avoid the gatekeeper. Attendees will gain the knowledge on how to leverage your own social media network and your competitors' networks to increase additional sales opportunities. Taylor Miliken is the founder and CEO of the Nashville, TN based Milosi Landscaping. His $5M/year firm is only eight years old. Combining technology with a lot of other selling techniques that work, Taylor credits much of his success to his ability to find and keep clients. He has learned how to grow his company by having people other than him, the owner selling. David Ramirez, Manager National Business Development of Ariens Company, is one of the foremost authorities on doing work for the government in the green industry. His years of experience have helped numerous landscaping companies find profitable work in some unusual places. Dave will show you why and how you can win bids in your local area. This session is ideal for landscape professionals who want to take their commercial business to new heights.

The session will be moderated by Marty Grunder, President & CEO, Grunder Landscaping Company. Marty is an acclaimed public speaker and author of the book, The Nine Simple Steps to Entrepreneurial Success.

Scale Like a Shark! Learn More. Earn More.
Judith Guido, Guido & Associates
Track: Business Management

Judith Guido has helped build some of the industry's greatest start-ups and initial public offerings (IPOs). Learn how to grow and scale your business like the most successful sharks. In addition to learning about valuation and growing profits, you will learn how to read your market, identify opportunities and build a profit-driven business model. Learn how to monopolize your market in this unique session.

Top 10 Human Resources Mistakes Your Company Can Make, And How to Avoid Them
Steven Cesare, Ph.D., The Harvest Group
Track: Human Resources

Using real-life case studies, Steven will examine the top 10 most damaging human resources landscape businesses can make. He'll explain exactly how these mistakes happen, what to do if you've made them yourself, and how to the mitigate financial and legal risks that result. You'll walk away with a plan to prevent these kinds of big mistakes from happening and tools for creating a strong culture around human resources.

How to Create and Maintain a Waste Elimination Program and Turn Waste into Profits
Mark Bradley, TBG Environmental and LMN Software
Track: Leadership

Learn how to execute jobs using a landscape production system that turns wasted, unproductive hours into industry-leading profits and rewarding careers. Get a step-by-step explanation about how to estimate and plan landscape industry jobs and how to organize equipment to support your efforts. Walk away with an easy-to-follow process and all the documents and checklists you need to create a "5S Program" for your shop and your yard.

Social Media 101 & 102: What You Need To Know To Boost Business
Allison Tozzi, Lindsay Nelson, imre Marketing Agency
Track: Marketing/Sales

Join us for this overview of the social media landscape as we explore how you can use these powerful tools to support your business. Gain an understanding of the latest trends and developments in social media, put together a gameplan for how to plan, develop and deploy content, and learn how to analyze results to determine your return on investment.

The Connected Landscape Professional: How vehicle tracking and mobile workforce management technology help drive growth
Kelly Frey, Verizon Telematics
Track: Operations

Learn how landscape industry companies are using advanced fleet tracking and mobile workforce management technology to better understand their operations, improve productivity, efficiency, cost control, worker safety, vehicle maintenance, and more. You'll see how this technology works and how companies like yours use it to complete more jobs, improve bidding accuracy, document time on-site, validate hours worked, cut vehicle maintenance costs and improve customer service.

Raving or Raging? Key Business Traits of Top Account Managers
Kevin Kehoe, Aspire Software Company
Track: Business Management

Explore the key traits of the landscape industry's best account managers in this session led by veteran consultant Kevin Kehoe. What tools and skills lead to more raving customers, and fewer raging customers? The best practices outlined in this session are based on extensive interviews with the industry's top performers. Learn what makes a great account manager.

Millennial Mindset
Vincent Torchia (a millennial) and Marty Grunder (not a millennial)
Marty Grunder! Inc.
Track: Human Resources

Much has been said about the younger generation, but what can you do about it? Learn how to make your company attractive to future leaders, and how you can work together to achieve your goals. We will give you insight into what young talent values, and what pitfalls to avoid in your quest to find and keep good people.

Stop Thinking Like a Landscaper - Part II
Jim McCutcheon, HighGrove Partners
Track: Leadership

"Stop thinking like a landscaper" is a mantra Jim has used for his company, and our industry, for many years. Back by popular demand from previous LANDSCAPES conferences, this updated, "part two" session will review the tried-and-true changes and innovative thinking that will drive your success, and add in some new ideas to challenge the way you think about your business.

Three Web Marketing Secrets to Off-Season Success and a More Profitable 2018
Brian Kraff, Alain Parcan and Matt Horn, Market Hardware
Track: Marketing/Sales

Market Hardware's team of experts will present a roundtable discussion and walk attendees through a step-by-step process to get more calls during slower winter months. Leave with a month-by-month SEO roadmap to outrank your competition and win more business from Google, a review-generation strategy and a plan for responding to negative reviews, plus a plan to stay busy during slower parts of the year by capitalizing on a smaller market.

Turnaround Tour
Moderator: Brian Horn, Editor, Lawn and Landscape Magazine
Panelists: Jeremy & Heather Dirksen, Freedom Lawn & Landscapes
William Gruccio and Michael D'Orazio, Vineland Landscaping
Ira and Deborah Wade, Wade's Lawn Service
Bill Arman and Ed Laflamme, Harvest Group
Track: Operations

In 2017, Lawn & Landscape partnered with the Harvest Group to help three landscape companies solve their most challenging problems. Bill and Ed spent two days with each of the three winners, interviewed employees, visited job sites and built a playbook to help the companies change. After a year of consultation, they visited each company to report on improvements. This panel will share what each company learned, and how attendees can learn from the mistakes and successes of those who have experienced the Turnaround Tour!

Lower your insurance cost while improving your risk profile, it's easy.
Drew Garcia, Rancho Mesa Insurance Services Inc. and NALP Work Comp Program Director
Dave Garcia, Rancho Mesa Insurance Services Inc. President
Margaret Hartmann, Senior Vice President and Chief Marketing Officer, Berkshire Hathaway Homestate Companies
Track: Safety & Risk Management

Have you wondered why your insurance rates are in flux? Learn the steps you can take to improve your risk profile. Your insurance rates are a product of your overall safety program, claim history, industry, and an accurate representation of your company via submission to the carrier marketplace (or lack thereof). This is a unique opportunity to hear from the insurance agency and the insurance carrier.